Intellectual Property

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ScanSource, Inc. Confidential

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Andy MillerPresident and CEO

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ScanSource Polycom Global Distributor of the Year

ScansourceGlobal Distribution

Partner

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Our Vision

Make it possible for millions of people

to use video collaboration as their

preferred method of communicating –

easily, reliably and securely –

regardless of network, carrier, protocol,

application or device.

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Our Unique Approach

Only through open standards and

native interoperability can all these

disparate parts work together

seamlessly. 

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Industry Trends Driving Video Adoption and UC

Accelerate innovationSpeed decision making

Drive Customer IntimacyOutpace the Competition

Freedom to Work from Anywhere Explosion in Mobile Devices Social Networking Time and Economic Pressure for Efficient Travel Mission Critical Need to Connect Face to Face in RealTime To:

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Huge Market Opportunity

UC InfrastructureMarket

Mobility

Cloud Delivery

Social Connectedness

Growing to by 2015 (Gartner 2011)$17B

60M tablets sold in 2011

900M tablets and 1B+ smartphones by 2015

60M900M 1B+

$41B today to $241B by 2020; $5B for hosted UC “By 2012, 40% of enterprises will adopt a blend of cloud and premises-based delivery options to meet UC needs.”

$41B $241B $5B

750 on Facebook   Business social platforms will grow

400% to $3 billion in 2015

750M400%

$ “80% of Fortune 100 deploying iPad and iPhones”

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The Time is Now!

Desktop videoconferencing

Traditional room-based videoconferencing

Enterprise IP video for internal use(e.g., training, demos

HD room-based videoconferencing

Telepresence

Base: 1,992 IT decision-makers responsible for network and telecom technology and/or services

Source: Enterprise and SMB Networks and Telecommunications Survey, North America and Europe, Q1 2010

“What are your firm’s plans to adopt the following video technologies?”

Implemented Planning to implement Interested, but no plans

28% 29% 27%

51% 9% 13%

25% 19% 27%

27% 16% 27%

16% 13% 32%

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Winning Together: Polycom + ScanSource

SME Enterprise State

End User

Reseller

Solution Polycom RealPresence Platform and Microsoft Lync

Polycom RealPresence Platform and Microsoft Lync

Polycom RealPresence Platform

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Open Standards and Interoperable

7 Differentiators for Winning Together

1 Polycom Solutions are Easy to Use

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3 Best TCO: Up to 50% less bandwidth

Backwards and forwards compatible4

5 Range of solutions (immersive, room, desktop, mobile) /delivery options (cloud and premises based)

Backwards and forwards compatible6

7 Software Platform embraced and extended by a broad ecosystem for the most complete UC solution – channel and POCN partners

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Polycom Software Strategy: Putting the “Unified” in Unified Communications

With The Polycom RealPresence Platform

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UC Investments must work together· Customers want choice: multi-vendor, best-of-breed products

Investment protection· For legacy products vs. forklift upgrades – backward compatibility required· For new standards, protocols, applications, devices – forward compatibility

required

No one-size-fits-all delivery· Premises, hosted, cloud options required· Mobility and Social Networking require cloud-based delivery of video

services

Single management solution for IT· To provision, deliver and monitor video solutions from mobile to desktop to

room systems

Customer Pain Driving Need for a Platform

14Polycom Software Strategy │ September 2011

Polycom: From Platform to Endpoints

Core Networking & Security

Polycom® RealPresence™ Platform

Software for secure video capture, content

management, administration and

delivery

Software that easily and securely connects video

participants in and outside the firewall and

optimizes for a best collaboration experience

Software for multi-tenancy and massive

scale, redundancy and resiliency – up to 25,000

concurrent calls and 75,000 devices

Software to centrally manage, monitor and

deliver video collaboration across your organization

SocialIM/Presence Call ControlVideo

Collaboration Mobility

Services

Software for multipoint video, voice and

content collaboration that connects the most

people at highest quality and lowest cost

Video Content Management

Universal Access and Security

Virtualization Management

Video ResourceManagement

Universal Video Collaboration

Web Conferencing Other Apps?

DMACMARMX AccordentVBP

15Polycom Software Strategy │ September 2011

Interoperates With Broad Ecosystem

Core Networking & Security

Polycom® RealPresence™ Platform

Software for secure video capture, content

management, administration and

delivery

Software that easily and securely connects video

participants in and outside the firewall and

optimizes for a best collaboration experience

Software for multi-tenancy and massive

scale, redundancy and resiliency – up to 25,000

concurrent calls and 75,000 devices

Software to centrally manage, monitor and

deliver video collaboration across your organization

SocialIM/Presence Call ControlVideo

Collaboration Mobility

Services

Software for multipoint video, voice and

content collaboration that connects the most

people at highest quality and lowest cost

Video Content Management

Universal Access and Security

Virtualization Management

Video ResourceManagement

Universal Video Collaboration

Web Conferencing Other Apps?

DMACMARMX AccordentVBP

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Multiple Delivery Options

Private Cloud Public CloudOn Premises

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Through Open Video Cloud Services

Leading the Open Visual Communications Consortium™ (OVCC)™

services· World’s largest public cloud exchange

· Consortium of 14 global Service Providers across six continents and growing

· Enables simplified, secure calling for B2B and B2C customers

Making UC video calls as ubiquitous as a phone call, opening the door to:· Faster knowledge transfer and decision

making

· Easier collaboration with partners, suppliers and customers

· Game-changing applications in Education, Healthcare, Government and Business

Extending UC to millions worldwide through private, public and hybrid options

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OVCC Value PropositionAny Vendor Any DeviceAny Network

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Polycom’s B2B Strategy: 3 Step Approach

Support

An agreement to establish technical methods and commercial policies necessary for each member to share and exchange video between each other as a consistent service

Enable Growth and Scale

Arm the service providers with the solutions, services, options needed to deliver the OVCC baseline service

Promote intercompany video-enabled communication across the Polycom customer base driving increased demand and overall adoption

Lead OVCC

A telecom consortium comprised of mutually-interested service providers, MSPs, and manufacturers

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Video collaborate with a click · Schedule, join, record and playback multi-party voice, video and content sharing meetings with

just a click – right from within Lync, Outlook, SharePoint or Sametime

Extend business reach · Develop deeper relationships with customers and partners with secure high-quality video

communication

Rely on face-to-face collaboration from anywhere · All sessions, whether planned or ad-hoc, connect and stay connected even during peak periods

with the sharpest and richest HD voice, video and content

Dial with ease · Simple, unique single dialing plan software technology for voice and video endpoints makes

connecting with peers quick and easy

Create and share rich media · Capture, create and publish straight from the desktop, mobile device or conference room with

YouTube simplicity and enterprise-grade HD quality

Benefits of Platform for End Users

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Increased Share of Wallet· Integration with open standards-based communications applications

· Shift from selling point products to selling an end-to-end communications infrastructure

Increased Customer Loyalty · Trusted advisor relationship-building with CXO

· Customer investment protection, with forward/backward compatibility across apps, call control systems, endpoints

Enhanced Revenue Opportunity· Simplified messaging accelerates decision making

· Creates new opportunities – through standards-based infrastructure delivered on-premises, hosted, or with service providers from the ‘video cloud’

· Higher-value sales and account “stickiness” – significant up-sell and cross-sell

Enhanced Margin Opportunity· Increased service renewals and enhanced professional service & consulting offerings

· Hosted and managed services

Benefits of Platform For Your Business!

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Revolutionize how people work Phenomenal response to Polycom Beta Trial RealPresence Mobile + RealPresence Platform

· Pro Edition leverages all platform features in mobile environment

Only true enterprise software solution · For End Users:  BYO tablet and enjoy reliability, security, lifelike quality you expect from Polycom

· For IT:  provisioning, management, interoperability, firewall traversal and the industry’s highest level of scalability

Pull Through for RealPresence Platform and endpoints

New!  Polycom RealPresence Mobile

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Together: Transforming Unified Communications

From

Point products

IT managers

Tactical selling

Sales transaction 

To

Platform

CXO and LOBs

Strategic solution selling

Trusted Advisor relationship

ASPs

Profitability

Relevance

Differentiation

>

Yields

>

>

>

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Our Commit to You. Our Ask of You.

Lead with the “Platform”

CompeteTo Win

EmpowerYour Team

Robust Training Curricula to Support Your Development

Partner Resource Center Case Studies & Collaterals

RealPresence Platform Incentives

Leverage Polycom Go-to-Market Teams

Choice Partner Program

Leverage ScanSource Value Add Distribution

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THANK YOU

Andy MillerPresident and CEO

4750 Willow Rd. Pleasanton 94588California

andy.miller@polycom.com